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Business Leads - Tips for Prospecting and Tracking

February 28th, 2010 Posted in Telemarketing Tips

If you want to obtain and manage leads for your business to business sales prospecting efforts, then there are several resources that will be useful to you. First off, you’ll need business leads to call on. You can get started with 500 Free Sales Leads from InfoUSA.com

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Next, you will want a CRM software such as Salesforce.com or ACT! 2010. These software packages allow you to track each activity that you take along path to a sale. For example, you will want to track the following steps:

  • Got receptionist and wouldn’t put call through - Call again to try to reach a decision maker
  • Got voicemail and left a message - Call again in two weeks
  • Got in touch with prospect and wasn’t interested - Follow-up in six months
  • Got and in contact with relevant person, but there was another decision-maker - Follow-up with decision maker ASAP
  • Got in touch with decision maker, but they were happy with current vendor _ Follow-up in 6 months
  • Got in touch with decision maker and they want a proposal! - provide Sales Manager with proposal worksheet and create proposal & cover letter

    • Once you track each of the actions you take, you can schedule a follow-up call or email. tracking your telemarketing activities will help you follow-up promptly with prospects and will also allow you to forecast your sales funnel in the future.